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CONTENTS

February 2022 Volume 101 n Number 2

Stay connected between issues with www.building-products.com

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Special Issue Spring Decking Issue

Read all about the latest

trends and materials in

Departments

Feature Story

Decking Innovates to Meet the Wants and Whims of 2022

outdoor living

Margin Builders

Fill Out Deck Packages with Under-Deck Drainage Systems

First Person

Margin Builders

Expert Insights into Outdoor Living

The

MERCHANT

FEBRUARY 2022

Magazine

THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922

Brazilian Import Helps Fill Void Hardwood Decking

SPRING DECKING ISSUE • STRUCTURAL WOOD PANELS • NEW REGULATIONS

for

Industry Trends

Purchasing Tips

Gnarly New Decking Gets Traction The Mark of Quality Wood Panels

Merchant 2-22_Layout.indd 1

1/27/22 9:45 AM

The Merchant Magazine Digital Edition at www.building-products.com

The Official Publication of

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Features 10

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8 Across the Board

24 Olsen on Sales 26 Transforming Teams 32 Movers & Shakers 37 Association Update 38 Selling with Kahle 42 New Products 46 In Memoriam 47 DateBook 48 Centennial FlashBack 50 Advertisers Index

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ACROSS the Board By Patrick Adams

New Normals

he only thing constant is change, they say. And, while most people exclaim that they love new things, new challenges, and learning, most seem happy to be stuck in their routine. I am the poster child of this paradox. I don’t fear change in the least and new challenges feel like a normal day to me. I get bored easily and can’t sit still… ever. But, I wake up at the same time, could probably eat the same thing every day for every meal, and if my wife would let me get away with it, I would have a closet filled with the same pants, same shirts, and same shoes to wear every day. I do this because when I find something that works, why would I change it? I value things like stability and confidence in consistency. However, it seems that the world has changed and the new normal is that nothing remains the same. Some might argue this is just a “phase” and I suppose if you look through a long enough window of time, humans walking the Earth is a phase too. This feels different. It was almost two years ago to the day that COVID entered our lives and the world changed. As I look today, those early actions to keep us “safe” seem logical and restrained compared to the random chaos we deal with today. And, while this precedence has been set, I can’t confidently believe that our “normal” lives will return. But it doesn’t stop there. Everything from lumber prices at record highs, to lows, back to record highs, to “happy” long-term employees suddenly jumping ship for their “dream job” because everyone in the world is hiring today creates an environment of instability. I believe it is leadership’s job to create this stability and a calming vision of the path forward. However, it seems that leadership today benefits more by adding fuel to the chaos. Whether it is California enacting drought restrictions while having a record seasonal snowpack, or Russia staging to invade a neighboring country, the new normal seems to be about constant and uncertain change. The byproduct of this is felt in society; everyone is a bit more stressed, less patient, and plans for the future less. I noticed a long time ago that the quality of products being produced tells me that we’ve become a disposable society. In the sea of Amazon deliveries that litter our porch, there isn’t a product that would last a year, much less a lifetime. While cars are built better now, we keep them for months instead of years. Forever homes are now flipped and family traditions are acted out on Facetime. If nothing of value is ever created, then what are we left with? There is, however, opportunity in times of constant change. Who would have thought that empires would be

created simply by impulse entrepreneurs who figured out ways to produce things like masks, gloves and sanitizer that have become today’s staple of everyday life. Will we be celebrating their 100-year anniversary of serving their clients like we are this year? Probably not, but perhaps those days are gone too along with the shift to impulse and disposable lifestyles? Maybe this also is part of the new normal. Think about being in school and being asked to write a business plan to create a business that will be around in 100 years. It’s hard for me to envision what our lives will be like in 20 years! But, in this new world of constant extremes, I remind myself that not everything has to be black or white. We hold true to our values, while also experimenting with trying new business initiatives. I don’t dwell on the crisis when employees leave, but have celebrated the fresh ideas and talent of new hires that will help us on this changing journey. And perhaps, I might even try something new for breakfast a day or two! More than anything, it is the consistency of the people and their values in this industry that we serve that gives me comfort. Through all of this, all it takes is a meeting or phone call to remind me of the true value in our lives in the relationships that we have forged with family, friends and those we serve. While we must adapt and improvise to this changing world, we must also remember that the values of our foundation are what have gotten us this far and there’s only so much we can change before we lose ourselves. As we get ready for spring, please keep your eye out for the many new things we’re launching in celebration of our 100 years of service!

Patrick S. Adams Publisher/President padams@526mediagroup.com

n The Merchant Magazine n February 2022

Building-Products.com

FEATURE Story By David Koenig

DECKORATORS’ new stair treads were a response to demands for enhanced traction for improved safety, especially near water.

Decking innovates to meet the wants and whims of 2022

hit, demand for alternate decking materials surged so high that manufacturers appeared more focused on cranking out sufficient volume and expanding capacity for current products, rather than looking for new avenues to expand into. But now that they have begun adjusting to the new normal, suppliers are again preparing to roll out exciting new products, all designed to solve existing shortcomings and desires among deck builders and homeowners. hen the pandemic

Faster, Easier Installation

Installation time is always an issue, so Trex and AZEK/TimberTech are both rolling out new hidden fastener tools to make application of their decking products quicker and easier.

Debuting this month, the EDGELoc hidden fastener system is easy to use, reduces installation time for TimberTech EDGE grooved deck boards, and results in a smooth, fastener-free finished surface. Similarly, the new Trex Universal Fastener Installation Tool was designed to help cut decking installation time in half. The tool also properly activates fasteners and streamlines the tightening process to help finish projects with greater accuracy and efficiency so builders can move onto what’s next. As for railings, buyers are gravitating toward easy-to-install solutions, and companies including Envision have responded with railing systems offered in complete kits. “These features make it easier for dealers to sell, as well, helping to ensure railings remain at the fore-

n The Merchant Magazine n February 2022

front of the decking conversation,” added Chase Moritz, director of marketing for Envision.

More Bang for the Buck

MoistureShield positioned its latest innovation, Meridian decking, to incorporate as many premium features as possible at a moderate price point. According to VP of sales Matthew Bruce, “There was a market gap for a mid-priced capped composite that addresses natural looks, water contact, heat surface temps, and other issues all in one product. It’s also WUI approved for the West.”

Greater Protection

Ask any contractor where a deck is most likely to fail, and chances are they’ll tell you at the ledger board. The makers of Trex Protect Joist & Building-Products.com

Beam Tape and the Trex RainEscape deck drainage system have created a new butyl-based tape reinforced with aluminum specifically engineered to flash ledger boards and rims to protect against water damage and deterioration. According to Leslie Adkins, Trex VP of marketing, “It can also be used to seal a deck’s perimeter—including first, last and rim joists—to create a moisture-proof barrier for any horizontal wood surface areas that are flat blocked. Its larger size (11” wide by 5.5”) helps cover more area more quickly and its double-release liner makes for a smooth, accurate installation.”

Increased Privacy

Among the hottest trends in outdoor living for 2022 is privacy. With this in mind, the makers of Trex Pergola created Trex Privacy, a new series of stylish

Building-Products.com

THE RICH COLORS and bold highlights of Envision Outdoor Living Products’ Distinction Collection of composite decking emulate the textures and natural color variations found in exotic wood.

February 2022 n The Merchant Magazine n

and low-maintenance aluminum privacy wall panels. Offered in both permanent and moveable options, the decorative panels not only enhance privacy around decks, patios and pools, but can be strategically integrated into spatial plans to define various functional areas within any outdoor living space.

A Smarter Deck

Fiberon has been looking to extend the smart home trend to the outdoors. “The concept of the smart home, with technology and features connected via smart home devices, is a common trend in the building products industry. However, decking and railing brands have not introduced smart lighting features for outdoor living spaces yet,” said Donna Contat, senior director of product management for Fiberon. “We enhanced our lighting product line with the new smart home outlet, a device exclusive to Fiberon lighting, that allows homeowners to control their deck and railing lights using their smartphone or connected smart home device.” Higher tech also continues to be improved when it comes to planning and purchasing decking. Most manufacturers offer deck design software or apps, with the newest entry being the Fiberon Discovery App. “The shopper journey has moved beyond just being digital. The ability to visualize a product before stepping foot in a physical location is becoming increasingly important to homeowners,” said Eric Dotson, director of ecommerce and data management for Fiberon. “The Fiberon Discovery app helps homeowners visualize Fiberon decking or cladding on an existing surface using augmented reality, allowing them to easily switch board colors and direction to find the perfect look.”

Greater Personalization

“When Deckorators began planning our new products for 2022 we wanted to include components that give our contractors opportunities to personalize their projects, while also making a space as functional and safe as possible,” said Jase DeBoer, senior marketing manager for outdoor living. “This sentiment applies to our newly launched 11-1/4” Voyage Step Treads. Featuring enhanced traction and available in colors Tundra and Khaya, these treads make it easier for contractors to create an outdoor space with the design and colors that their clients want while also providing key safety features, especially near water.” Also new from Deckorators for 2022

FIBERON’S (top) new smart home adapter allows homeowners to manage their outdoor lighting using a smartphone, Amazon Alexa, or Google Home device. (Bottom) The augmented reality app, Fiberon Discovery, allows you to reimagine the surface of your existing deck, exterior walls and other surfaces.

are low-voltage recessed lighting components. Deck and riser lights that are easy-to-install and Bluetooth compatible make it easier than ever to increase visibility and create outdoor ambiance. Secondary handrails—now available in bronze—are a new addition to the Deckorators product line and exemplify a seamless combination of style and function for safety and livability. AZEK is adding two on-trend composite deck-board colors. “As demand for outdoor living spaces increases, homeowners continue to request design-forward decks that reflect their personal style,” said AZEK CEO Jesse Singh. “These new product extensions enable us to build on our commitment to deliver beautiful, sustainable, and low maintenance decking—while providing more options to meet the latest home-design trends.” Its Landmark Collection, which mimics the look of reclaimed wood, will add French White Oak, a unique, lighttone board with subtly blended shades of natural oak, warm gray, and tannin.

n The Merchant Magazine n February 2022

Softer tones have become a sought-after trend in indoor flooring, and French White Oak seamlessly extends those trends to the outdoor living space. And its TimberTech EDGE Prime+ Collection now includes Dark Cocoa, a warm brown shade, flecked with varied hues that give natural color dimension. Along the same lines, customizable metal railing systems, such as Fortress Building Products’ recently introduced Al¹³ HOME and Fe², deliver proven performance to support deck functions, while giving play to today’s in-demand modern farmhouse aesthetic. The overall goal is to make deck builders’ lives easier and make their clients’ living spaces feel complete. “At the top of their home improvement wish list, homeowners are commissioning hardworking outdoor spaces that extend the functions of everyday living beyond the walls of their home,” explained Toby Bostwick, Fortress’ VP of product & brand. “Decks should draw the comfort and aesthetic of a home’s interior to the outdoors.” Building-Products.com

Roy O Believed in

Roy O Martin was not a chef, yet he passed down his homemade “recipe” for producing the highest-quality wood products to four generations and counting. Just like a prized family meal that’s been painstakingly prepared for generations, Roy O’s family continues to work hard to serve our customers only the absolute best. Like Grandpa Roy, we can’t stand squandering good ingredients, which is why we offer our Tuffstrand panels in extended lengths of 9’, 10’, and 12’ to cut down on material waste and valuable labor time.

Building-Products.com

February 2022 n The Merchant Magazine n

MARGIN Builders By Dave Kile

Fill out deck packages with under-deck drainage

ometimes it’s what

clients don’t see that they appreciate most. An under-deck drainage system is a perfect example. While not something homeowners typically know to ask for, these systems add tremendous value to any deck project and practically sell themselves once their benefits have been explained.

Advantages of Adding an UnderDeck Drainage System

Using a network of troughs and downspouts, a deck drainage system captures and diverts water away from

a deck to protect the substructure from moisture and to a create dry, usable space beneath an elevated deck. These systems act like shingles on a roof to shield the wooden foundation from moisture penetration and damage. Without protection, an average wood substructure can begin to deteriorate after just 10 years, while a deck drainage system can extend the life of a deck and its framing for decades. Once protected, the area below the deck surface can be used like any room inside a house. Homeowners can add electricity, water and gas lines, as well as furniture, lighting, ceiling fans and

entertainment components to create additional outdoor living space. This area also is ideal for use as bonus storage space for stowing everything from lawn and garden equipment, pool supplies and off-season patio furniture to bicycles, boats and ATVs. With a drainage system in place, the possibilities are limitless for how the space below a deck can be used.

Under-Deck Drainage Systems Options & Differences

While there are numerous options for under-deck drainage systems with

DECK DRAINAGE systems are easy to install for the builder, but expand margins for both contractor and dealer. (Photos by Trex)

n The Merchant Magazine n February 2022

Building-Products.com

various configurations, components and price points, these systems largely fall into one of two categories—those that are installed beneath the substructure framing, and those that are applied above the joists. Below-the-joist systems consist of metal or vinyl panels retrofitted to the underside of deck’s joists with the panels sloping to a gutter installed at the deck beam for drainage. Advocates of this type of system will tout that installation does not require the dismantling of an existing deck. However, these systems are best installed by specialized contractors so dismantling shouldn’t ever be an issue. A disadvantage of systems that install below the joists is that they leave wood and metal exposed to the elements and more susceptible to water damage and corrosion. This type of system can also trap moisture in the core supports of the substructure, which can accelerate rotting and deterioration. For optimal protection and aesthetics, most contractors prefer drainage systems that install above the joists between the substructure and the deck boards. This method uses poly or rubberized membranes that drape over the joists and down into each joist bay from above the substructure, ensuring that the entire substructure is shielded from moisture penetration. Furthermore, the membrane material (vs. metal, vinyl or PVC) accommodates a broader range of ceiling options for homeowners seeking a finished aesthetic. In both cases, deck drainage systems are relatively simple to install and require minimal tools. Trex RainEscape, for instance, is an above-the-joist system that includes just five SKUs and can be installed using just a stapler, utility knife and caulk. Each trough is clearly labeled with staple markers to expedite the process, which takes no more than a few hours to complete, depending on the size of the deck.

age system is an upgrade that builders can feel confident selling. While it may increase the cost of a deck project, most homeowners feel it is well worth the investment—especially after the first rainfall when they experience firsthand the value of having a dry outdoor living space they can enjoy even in inclement weather. Additionally, protecting the structural integrity of their deck’s substructure affords homeowners peace of mind and satisfaction that can lead to referrals and more business. – Dave Kile is founder of and national sales manager for Trex RainEscape (www. trexrainescape.com).

OVER-THE-JOIST drainage systems that install between the substructure and the deck boards, such as Trex RainEscape, offer the added advantage of protecting the entire structure from moisture penetration.

An Upgrade to Drive Customer Satisfaction, Revenue and Referrals

An under-deck drainage system is an upgrade that allows builders to drive increase profit potential without having to hire additional employees. Assuming a margin of 20% on a 325-sq. ft. deck, a builder can potentially earn a few thousand dollars more by adding an under-deck drainage system to a project. Over the course of a year, these minor increases can have a major impact on the bottom line. The best part is an under-deck drainBuilding-Products.com

February 2022 n The Merchant Magazine n

FIRST Person By Jase DeBoer

FOR A DRAMATIC accent that truly defines a space, the Dark Slate Picture Frame Board in a new 3-1/2” width is ideal for cocktail rails, accent picture frames, and unique inlays. (Photo by Deckorators)

Outdoor living insights for 2022

2020 was the year of the home, 2021 was the year of the deck. Increasingly, homeowners are opting to create their own oasis within their property’s lines, a trend that shows no signs of slowing down in 2022. Trends in decking and outdoor living show a renewed vision for the possibilities of outdoor spaces, as homeowners are willing to take more design risks and invest in personalized features. Deckorators has always been about helping homeowners maximize their outdoor living space—and make it their very own. Our promise to dealers, contractors, and homeowners means more now than ever before. We’re keeping that promise in 2022 with extraordinary new products that take the enjoyment of personalizing an outdoor space to a new level. Trends in bolder design choices and additional, personalized features including wet bars, pools, spas, and cusf

tomized storage solutions increasingly reflect homeowners’ desires to cultivate an outdoor space that brings the feel of vacation and resort-like amenities to their backyards. We are also seeing more clients opting for bold accents with contrasting railing choices or defined perimeters using options like the picture frame board in Dark Slate. Customers want the best of both worlds when it comes to decks and accessories—beauty and performance. In addition, they desire products that provide both function and seamless, trend-forward transitions between interior design and outdoor living. These are key considerations when working with customers to expand your offerings. Of course, they want a design and aesthetic that looks great, but they also want certain problems addressed, including storage, organization, and safety. Recent years have seen homeown-

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ers spending more time than ever within property lines. Just as the inside of our homes have taken on new purposes, people are looking to their outdoor spaces to take on multiple purposes as well. Building on the already-strong demand for personalized outdoor living spaces, it will be important for dealers to offer contractors and homeowners innovative products for these elevated outdoor spaces. There has never been greater demand for outdoor living projects. Despite proactive forecasts and investments in production and supply, it’s important to provide honest, open communication regarding potential challenges. We continue to invest in production efficiencies, increased capacity, and meeting the demand of our valued customers. – Jase DeBoer is the senior marketing manager of outdoor living at Deckorators (www.deckorators.com). Building-Products.com

REDWOOD

DECKING Composite can’t compare. Like the foods we buy, when it comes to decking, we want natural and real.

Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates. Redwood Empire stocks several grades and sizing options of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

MARGIN Builders By Steve Getsiv

SPECIES like angelim pedra are among the options for deck builders and suppliers looking for substitutes for less available hardwoods. (Photos by Nova USA Wood Products)

Brazilian import helps fill void for hardwood decking

upply and labor shortages coupled with soaring lumber prices are now everyday staples of the current building environment. Although many of these issues have become more manageable, problems still exist for a strong remodeling market that is expected to achieve “high-single digit gains” per a new report from the Joint Center for Housing Studies of Harvard University. This includes the continued surge in decking, which was bolstered even further in recent years

by homeowners looking for new sources of comfort and solace while stranded at home during the pandemic. As a result, the calming effects of real wood products have become even more popular for individuals and families looking to make the spaces around them feel warmer, cozier and safer. This is just another reason why beautiful tropical hardwoods like ipé are now among the “preferred” choices of decking for people who simply just love the lustrous look and feel of exotic woods. The problem is that the market for these products has changed greatly since the beginning of 2020. Already in short supply, ipé prices rose dramatically along with international concerns over harvesting and sustainability. Consequently, deck builders nationwide are now scrambling to find certified alternatives that deliver the same durable, aesthetically beautiful and long-term results. Native to Brazil, angelim pedra is one such economical option produced within the Amazon, the world’s most heterogeneous tropical forest. In fact, the forest management techniques used to harvest angelim pedra are based on selective, sustainable logging practices specifically designed to ensure the integrity and beauty of the standing forest, while generating ongoing income for the local people. Also known as para angelim, rocky deck, and mani, angelim pedra is named for the unique mineral spots found in the wood. The word “pedra” actually

translates to “rock” in Portuguese and in addition to these dense spots, which diminish over time, its soft brown color and light orange and tan highlights make it ideal for a wide range of outdoor furniture and woodworking projects. If left untreated, it will age into an elegant silver-gray patina that seamlessly blends into most exterior motifs. Dense and durable, angelim pedra is also extremely resistant to fungi and wood boring insects. The result is a highly workable tropical wood that will last for decades with minimal shrinkage if properly treated and maintained. Another advantage is that the hardwood readily absorbs stains and oils despite its high density. Through the use of highly-penetrative oil finishes containing strong UV protection, users enamored with the exotic hardwood’s tan-brown coloring will be able to retain the decking’s luxurious, rich finish throughout the deck’s entire lifespan. So, possibilities do exist for builders and suppliers willing to explore new options in a market filled with demand but lacking the access to previously-available tropical hardwoods. That’s the value of species like angelim pedra. Cost-effective, durable and stable, it’s just one of many viable choices currently available to those looking to fulfill the ongoing needs of customers without delays and at an affordable price. – Steve Getsiv is the president and CEO of Nova USA Wood Products, Forest Grove, Or. (www.novausawood.com).

INDUSTRY Trends By David Koenig

STATE-OF-THE-ART decking MonaDeck descended from RampX, an ultra-durable surface material invented for nationally televised extreme sporting events in the late 1990s.

Gnarly new decking begins to get traction

ooking for decking that can take a pounding yet also offers elite traction, even in wet weather? What if there were a material that was as sturdy and slip-resistant as a pro skateboard ramp? Well, that’s the thinking of Joel Klippert, the inventor of MonaDeck, a next generation, ceramic-coated composite decking that traces its roots to BMX and skateboarding events of the late 1990s. “The technology was originally developed for the extreme sports in-

BOB BURNQUIST, the most decorated skateboarder of all time, on a corkscrew ramp made of RampX, the forerunner of MonaDeck.

dustry,” Klippert says. “I was asked to make a product that would be totally weatherproof and still have good traction while being wet.” He bonded a recycled wood/bamboo fiber with a bio-based resin system made from cashew nut oil, creating the underlying technology of RampX. It proved itself sustainable, durable, weatherproof and ready for any punishment the pro athletes of the world could lay down. A few years later, he expanded to the cladding market, developing an outer layer that gave the product a pattern and then building in UV protection. Decking seemed to be the next natural step, but—pricewise at least—he was ahead of his time. “We made a line of decorative deck products for one very big client, but the cost was crazy high so we set the product on the shelf for the past decade,” Klippert says. “Five years ago, I decided to revisit (decking) as the market has changed a lot. We also had a new ceramic additive that would make the product extremely abrasion resistant.

n The Merchant Magazine n February 2022

All the plastic products and even wood for that matter have gotten much more expensive. Our goal was to have it retail at $20 a sq. ft. or less, and we are at a MSRP of $16 and that isn’t crazy high anymore.” After two years of testing in the field, Monarch Technologies formally introduced MonaDeck at last fall’s DeckExpo, featuring 1/2” thickness, 12” width, and a unique texture that simulates “100-year-old bandsaw-cut wood.” It’s one of a few textures currently offered, with a new stone pattern set to launch next month. The super-hard ceramic overlay simulates the look and feel of wood, while providing high scratch resistance and a high-res realistic finish. The extra-wide planks are another selling feature, particularly among women. “The 12” wide planks are very different looking than all other decking,” Klippert explains. “It appeals very much to women who want a more contemporary and rustic look and feel.” In addition to decking, the product can also be used as cladding, interior Building-Products.com

flooring, concrete overlays, fencing, privacy screens, signage and cabinetry. Currently, most of the product is sold factory-direct from the Pacific Northwest, but Monarch is actively searching for new two-step, one-step, and lumberyard distribution options. Klippert is confident the industry will flip over MonaDeck. “It’s like Tesla bringing out the first super car. They wanted to show you an electric car that could compete against anything. We are bringing out the Tesla of decking.”

MONADECK’S unique ceramic surface is as eye-catching as it is tough.

Building-Products.com

FEATURES include wood look and feel, stability, scratch resistance, fast installation, Class A fire resistance, and ADA compliance for non-slip.

February 2022 n The Merchant Magazine n

PURCHASING Tips By Drake Joslin

The mark of quality for wood structural panels

hen ordering or specifying wood structural panels, it is important to receive the right panel for the application, and equally important that the panel is manufactured with the required quality. Wood structural panels trademarked by APA meet both criteria, based on qualification tests in compliance with Product Standards PS 1 for plywood and PS 2 for plywood and oriented strand board (OSB), as well as ongoing quality assurance tests on every production period with a robust quality assurance system. In Canada, APA panels are trademarked to similar standards, which include CSA O121 for Douglas fir plywood, CSA O151 for Canadian softwood plywood and CSA O325 for OSB and plywood.

with foreign wood species of a low density or with adhesives of unknown durability, or they may be qualified by testing to a foreign standard that is not developed and intended for North American markets. Furthermore, the in-plant quality program, and especially the independent, third-party quality assurance system of imported panels, may be untested and unproven in North America. In the past, APA has been asked to evaluate imported panels available in local markets by testing them with requirements specified in PS 1 and PS 2. In some cases, the panels were found to be lacking in stiffness and bond quality and emitting formaldehyde in excess of certified products conforming to North American standards.

APA’s Quality Assurance System

Formaldehyde Regulations & Structural Wood Products

North American Panels vs. Imported Panels

– Drake Joslin is a product support specialist and the Help Desk lead for APA – The Engineered Wood Association’s Technical Services Department (www.apawood.org). An architecture graduate of the University of Colorado – College of Environmental Design, he has been with APA for over five years following a 30-year career in the design and specification of wood-framed buildings.

APA’s quality assurance system includes review of mill quality procedures, independent third-party audits of the mill quality program and regular independent testing that verifies the quality and performance of wood structural panels. Also, APA’s quality assurance system has proactive steps to ensure any product quality issues are addressed promptly and properly in the manufacturing plant. APA-certified products are authorized to bear a trademark clearly identifying the appropriate standard and product application. The qualification and quality assurance system apply evaluation methods that are appropriate for many end-use applications, including span ratings for roof, wall and floor construction, and for a wide variety of other uses, such as in concrete forming, upholstered furniture frames, recreational vehicles and other manufactured products where materials with high strength-to-weight ratios, durable exterior adhesives and known mechanical properties are important. Occasionally, imported wood structural panels are sold in North America. Those imported panels may be manufactured

n The Merchant Magazine n February 2022

Since North American structural wood products produced under the PS 1 and PS 2 standards are designed for construction applications governed by building codes, they are manufactured only with moisture-resistant adhesives that meet Exterior or Exposure 1 bond classifications. These adhesives, such as phenol formaldehyde and diphenylmethane diisocyanate (MDI), are chemically reacted into stable bonds during pressing. The final products have such low formaldehyde emission levels that they easily meet or are exempt from the world’s leading formaldehyde emission standards and regulations. Specifying APA-trademarked panels manufactured by trusted North American manufacturers is an assurance of getting the right product for the right application at a recognized quality level.

Building-Products.com

OLSEN on Sales By James Olsen

Pushy

I do with any group is the “Salespeople Are.” We make a T with two columns beneath the phrase “Salespeople Are:” and we title the lefthand column “Negatives.” I then ask the class to shout out the negatives about salespeople. “Pushy” is number one 95% of the time. The reason I do this exercise is because there is a lot of negative prejudice against salespeople. Many of my students have been raised by parents who don’t like salespeople. They imbue this negative perception into their children, who I end up having to teach sales to. I tell my students, “We do this exercise first because it is my number one problem when coaching salespeople. If you are ashamed of being a salesperson, you will never be great at it and as good as you might become, it will happen slower because you will pull punches at every step of the sales process.” Can you imagine trying to teach someone how to box who doesn’t want to hurt their opponent? How good of a boxer can anyone be if they pull their punches, while their opponent is doing everything they can to knock them out? he first exercise

Have an Opinion

A student asked me, “How do we create a sense of urgency without being pushy?” I told him, “Just sell the truth. The truth will set you free, but it will not sell itself.” Great salespeople sell the truth. They know why their proposal or product is a good deal for their customers and are willing to sell those reasons. Many of my students are afraid to be wrong; “What if I tell the customer this is a good deal and then the market comes off?” There is difference between being wrong and lying. If we work for a reputable company with sales professionals around us, we are going to be right about the market 85% of the time. That brings value to our customers. No one will be right on the market 100% of the time so we don’t need to be afraid of being wrong. What we can’t do is lie. A great salesperson once told me, “James, they get mad, but they get over it.” I sold one of my best customers 20 trucks of #2 common boards that proceeded to drop—$200/ MBF in two weeks. “You top-ticked, Jimmy,” he said in a chilly voice. “I’ll never buy from you again.” I asked my wife, “Do you like this house?” She said, “Yes, why?” “Because we might not be living here much longer!” It took a month, but he bought from me again.

Promote Don’t Push

Most sellers present product and let the customer decide:

Quotron: “Good morning, Susan. I’ve got a truck of 2x4 #3 14s I can get into at $750/MBF. Whaddya think?” This call is definitely not pushy, but it isn’t a sales call either.

n The Merchant Magazine n February 2022

Master Seller: “Good morning, Susan. I’ve got five trucks of 2x4 #3 14s. They are a great deal for us because: (1) The market is tight on 14s. (2) I’ve got a smokin’ price on these and (3) I can work with you on the shipment. How many can you use?” The second approach is superior because it tells the customer why what we are presenting is a good deal, not just what it is. There is no push. Most customers then ask, Susan: “What’s the price?” Master Seller: “That’s the best part. We can land these for $750/MBF, which is a great deal. How many can we use?” There is no push. The Master Seller asks for the order twice while the amateur asks zero.

Overcoming Objections

We can overcome objections once or twice before we start to move into the “pushy” realm. The formula: Customer: “I’m going to hold off and wait for this market to come back.” Master Seller: “I understand wanting to wait, but based on the inventory we have and what I am seeing in the market, I think it would be better if we pick up a couple trucks for insurance. Let’s put on a couple.” The Master Seller understands there will be objections. They anticipate them and are ready with well thought out reasons that in spite of the objections, their deal is still worth buying. They are prepared, not pushy. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

Building-Products.com

February 2022 n The Merchant Magazine n

TRANSFORMING Teams By Paige McAllister

What to watch for in 2022: Regulatory/compliance an agreement to share information, training, and enforcement more freely thereby increasing the possibility of cross-agency investigations and added penalties. Action: Stay up to date with rulings and changes that will impact all workplaces. Review your policies, procedures, and actions to ensure all employees can exercise their rights. Ensure compliance with wage payment practices and employee/independent contractor classifications.

rends and legislative agendas indicate that employers will face some new challenges in 2022 while battling old ones. When possible, it is critical that businesses prepare for these changes in advance of implementation. Below are some major regulatory and compliance trends we are watching as well as some actions we recommend taking throughout the year.

Minimum Wage Increases: Twenty-five states and Washington, D.C., are increasing their minimum wage in 2022, with 21 of the increases going into effect by January 1. Three states will also see corresponding increases to the exempt salary thresholds. Action: Review wages paid to all employees ensuring they meet minimum wage standards and possibly adjusting others who are close to minimum wage to prevent wage compression. National Labor Relations Act Initiatives: The prolabor majority of the National Labor Relations Board (NLRB) are reviewing several workplace rules to give employees more protections. Some initiatives include defending protected, concerted activity, including using company networks and systems, redefining independent contractors, prohibiting and penalizing wage theft, and enforcing compliant handbook and policy language. Additionally, the Department of Labor and NLRB signed

n The Merchant Magazine n February 2022

Discrimination Protections: State, county, and city governments will continue to pass laws expanding protections for certain characteristics such as pregnancy and childbirth, natural hair and protective hair styles, sexual orientation, gender identity, gender expression, COVID vaccination status, homelessness, or immigration status. Laws are also being strengthened to prohibit retaliation against any employee who makes a valid discrimination or harassment claim, files a discrimination or harassment complaint with a federal or state agency, or participates in any related investigation whether internal or by legal authorities. Action: Know all the federal, state, and local laws which apply to your workplace and employees. Ensure there is no adverse employment action taken based on protected characteristics. Investigate any complaints. Draft and enforce policies prohibiting discrimination, harassment, sexual harassment, and retaliation. Marijuana Legalization: Thirty-seven states and Washington, D.C., have legalized marijuana in some form while nine others have decriminalized it or legalized CBD oil. Initiatives to expand the legalization of medical and recreational marijuana use are expected. The federal government is also looking into options to legalize marijuana in some form. Action: Understand the marijuana laws in your state and how they impact your policies and procedures, especially for drug testing and disciplinary action. Restrictive Covenants: Federal and state governments are reviewing legislative options to limit non-disclosure, confidentiality, non-compete, and non-solicitation agreements so employees have more latitude and protections, Building-Products.com

Q. With the CDC changing the quarantine period for someone who contracts COVID-19, can I require an employee to return after five days A. Maybe. You must consider several factors before establishing a return date. To meet CDC guidelines, the COVID-positive person has to be asymptomatic or have symptoms that have improved and no fever without the aid of medicine. If they still have symptoms beyond the mild lingering cough or congestion, they should not return until they are feeling better. Another thing to consider is state health department guidelines. Some states have not yet updated their requirements to the shorter period so they may require the 10- or 14-day isolation period. Always consult the current guidance from the CDC, state health departments, and documentation from a healthcare provider when timing an employee’s return to the workplace.

regarding how businesses and employers gather and protect information as well as actions that need to be taken if there is a breach threatening the security of that information. Action: Consult data security experts to ensure all the sensitive and confidential information you gather on customers and employees is protected. Take required actions if there is a breach. Other regulatory changes: In addition to all of the above, we expect federal, state, and local government to build on recent legislative changes including pay equity, mandatory benefits, wage theft, ban-the-box, safety, and use of artificial intelligence. Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

especially if little consideration is given. Action: Have any restrictive covenants regularly reviewed by legal counsel that is familiar with local employment law. Independent Contractors: In addition to the NLRB reviewing independent contractor definitions, the DOL will join some states in refining the tests and criteria for independent contractors to ensure workers are properly classified. Action: Review all current independent contractor relationships and ensure they meet the test under state law as well as DOL and IRS regulations. Paid Leave: President Biden and Congress will continue to push for paid family leave and paid sick time on a federal level. In the meantime, several states have passed new paid or unpaid sick or leave laws while others are expanding leave laws currently in place. Some local governments are passing sick leave laws which apply to their city or county. Action: Understand what sick and/or leave laws apply to your employees based on where they work. Draft procedures so all requests are handled consistently.

COVID-19-related Regulations and Mandates:

OSHA Vaccine/Testing Mandate: The U.S. Supreme Court recently granted emergency relief to stay implementation of OSHA’s Emergency Temporary Standard. The court’s ruling puts implementation and enforcement of the rule “on hold” pending further review by the U.S. Court of Appeals for the Sixth Circuit, and, conceivably, a return visit to the Supreme Court itself. Quarantining: The CDC has changed their guidance for those who are exposed to or who are asymptomatic or have recovered from mild symptoms after contracting COVID19. However, some states have yet to update their guidance so there may be conflicting requirements. Action: Check both CDC and state health department requirements on quarantining when dealing with employees who are exposed or test positive. Privacy and Data Security: The protection of consumer and employee information will remain a priority for several states. We have already seen many states pass strict laws Building-Products.com

February 2022 n The Merchant Magazine n

TAL Holdings Buys Bayview

TAL Holdings, Vancouver, Wa., has agreed to purchase Bayview Building Materials of Elma, Wa. After a transition period, Bayview was to open as part of the TAL family of brands on Jan. 31, while retaining the Bayview name. Bayview was founded by Robert Bush and Vic Druzianich in 1964, passed to son Rick Bush in 1985, and acquired by Rick Jensen and Jim Depretto in 2003. Jason Blair, CEO of TAL Holdings, said, “Bayview is a successful business with product offerings that include a complete hardware store, large lawn and garden facility and rental center in addition to their full assortment of lumber and building materials. Their diverse product mix, experienced teams, and solid market reputation makes Bayview an excellent fit for TAL.” TAL currently operates 15 locations under seven brands in Washington, Oregon, Idaho and Montana, including Badger Building Center, Browne’s Home Center, Gerretsen Building Supply, Lake Chelan Building Supply, Marson & Marson Lumber, Mount Vernon Building Center, and Tum-A-Lum Lumber.

BMC West Closing in Perris

This month, BMC West will shutter its Perris, Ca., facility. Slightly over 300 employees will lose their jobs betwen Feb. 16 and March 2, but reportedly have been offered opportunities at other locations. The closure comes 13 months after BMC was acquired by Builders FirstSource, which operates 580 locations across the country.

R/W Buys into Midwest

R/W Specialties, Denver, Co., has purchased the assets of America Building Products, Jefferson City, Mo., and merged its distribution operations into its own. Founded in 1965, RW is a wholesale distributor of specialty building products serving a diversified customer base located throughout the Mountain West and operations in Colorado, Utah, Arizona and Wyoming. America Building Products is a dedicated distributor of interior and exterior doors, windows, cabinets, hardware, and millwork, serving its customers in Missouri, Kansas, Oklahoma, Illinois and Arkansas. With a 30+ year track record of success, ABP provides its customers with superior technology and

quality, including its state-of-the-art pre hung door capabilities to meet its customers’ exact specifications. According to Jen Brooks, chief operating officer of ABP, “R/W is the ideal partner for ABP as we continue to bring our capabilities across the United States. Our shared resources and combined operations will allow us to better serve both our customers’ needs.”

Sacramento Hardware Store Readies Double-Duty Project

Emigh Ace Hardware, Sacramento, Ca., will unveil a store-within-a-store concept when it takes over a former CVS Pharmacy building in El Dorado Hills, Ca. The 23,000-sq. ft. will house both a 12,000-sq. ft. Emigh Ace Hardware store as well as a 6,500-sq. ft. Emigh’s Outdoor Living, which sells the likes of patio furniture and grills. It is expected to open in early to mid spring. Founded more than 100 years ago, Emigh currently operates a hardware store with an outdoor living branch next door in Sacramento’s Arden-Arcade neighborhood.

Parr Buys Puget Sound’s Three-Unit Roof Truss Supply

The Parr Co., Hillsboro, Or., has completed its acquisition of Roof Truss Supply Inc., Woodinville, Wa. Founded by Paul Morris in 1972, Roof Truss Supply, also known as RTS, is a market leader in roof and floor trusses, pre-cut lumber packages, doors and millwork in the Puget Sound market. Currently owned and operated by Tracy Rex, RTS has 120 employees spread across three locations: one truss plant, pre-cut/LBM facility in Woodinville and two door and millwork plants in Everett and Puyallup, Wa. In 2020, Parr’s executive team developed a three-year strategic vision with support from its board of directors. A key initiative was to expand the footprint of roof and floor truss manufacturing, doors and millwork in the Pacific Northwest. “This addition will allow us to offer our products and services to customers in a new region of the Pacific Northwest, taking another step toward providing all products and services for the building industry from under one roof,” said Mike Howell, CEO of The Parr Co. Parr operates 44 facilities in Oregon and Washington, including professional and retail building supply yards, cabinet design centers, pre-hung doors

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and millwork, truss and floor truss manufacturing plants, and a wholesale hardware distribution warehouse, providing building solutions and services throughout Oregon, Washington and beyond. “The addition of Roof Truss Supply is a natural fit,” added Howell. “Our mutual values are rooted in a locally owned, family-based upbringing where our communities are key. We will continue to focus on people first, high customer service standards, and providing quality materials... attributes that lead to building, improving and enhancing the houses we call homes in the communities we serve.”

NEWS Briefs J.H. Baxter reportedly was set to shut down its Eugene, Or., treating facility, effective Jan. 31. The Port of Coos Bay, Or., has purchased the former GeorgiaPacifi mill site at the port for use as a multi-purpose shipping facility. The site has traditionally handled only wood products, but the new owner plans to expand to other products as well. National Wood Products, Chino, Ca., is now distributing Kronospan products, including particleboard and MDF. Union Pacific Railroad

subsidiary Loup Logistics Co ., Omaha, Ne., has acquired the

Precision Components Inc.

transload facility in Phoenix, Az. The 100+-acre PCI Reload includes 125,000 sq. ft. of covered storage and three miles of rail capacity, served by UP.

Ace Hardware is opening a new store in east Sacramento, Ca.—a few blocks down Folsom Blvd. from the recently closed site of East Sac Hardware.

Do it Best switched its spring market to virtual-only Feb. 11-25, instead of in-person in Indianapolis, In. Jacobs Lumber Co., Kamiah Id., was honored by the Senate Committee on Small Business & Entrepreneurship as Idaho Small Business of the Month for January.

Building-Products.com

February 2022 n The Merchant Magazine n

Rosboro Owner Sells Majority Share

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Wynnchurch Capital LP has sold its majority interest in Rosboro Holdings Inc., Springfield, Or., to One Equity Partners. Wynnchurch said it is retaining “a significant minority” stake in the company it acquired in December 2016. Rosboro is a manufacturer of engineered wood products including stock and custom glued laminated timber (“glulam”) and lumber used in residential and light commercial construction. “Rosboro represented an opportunity to invest in a company with a leading market position, differentiated product offering and long-standing customer relationships,” said Brian Crumbaugh, partner at Wynnchurch. “We are proud of the management team’s accomplishments during our ownership period and are excited to continue our partnership with management during Rosboro’s next phase of growth.”

SoCal Distributor to Relocate

This spring, National Wood Products – So Cal will be relocating to a new complex in Corona, Ca., located about five miles north of their existing facility in Chino. The company said the new location would provide convenience with an easy access location (by being just off the 15 freeway at Cajalco), more warehouse space, same great products, and same great service. The move is expected in April or May, with the facility to be fully operational by June.

DECKING MANUFACTURER Deckorators is rolling out an updated version of its online deck design tool.

Deckorators Relaunches Design Tool

1 Specie + 1 Plantation + 1 Mill = Red Grandis Decking For Distribution Information, Call 800-248-4940

Unity Forest Products Yuba City, CA.

n November The Merchant February 2022 2021Magazine n The n Merchant Magazine n 29

Just in time for deck planning season, Deckorators has released the latest version of its Deckorators Deck Designer—a web-based and easy-to-use deck design program. From planning and visualizing to confirming material lists and hiring a professional, the tool makes it easier than ever to take a deck beyond ordinary with 3D-renderings that let you build a customized deck and style it with products. Accessed at www.deckorators.com/inspiration/deck-designer, it enables users to: • Utilize unique design capabilities such as picture framing, board angles, shapes and multi-level options. • Choose from the complete lineup of Deckorators composite decking, railings, balusters, post caps and more. • Create vivid designs in 3D and view from any angle. • Select different backdrops, add furniture, or upload personal photos to visualize the deck in the actual space. • Save and design multiple projects. • And pull a full report of each design, including a complete job materials list. “Homeowners want decks that are a true reflection of who they are,” said Jase DeBoer, senior marketing manager of outdoor living. “The Deckorators Deck Designer enables users to explore the possibilities for their outdoor space, then bring their unique vision to life.” Building-Products.com

Located in Sumner, Washington, Western Wood Preserving Co. has been a manufacturer of pressure treated wood products, supplying residential, commercial and industrial markets of the Pacific Northwest since 1971. In addition, our strategic location near the ports of Tacoma and Seattle, provides easy access to the Alaskan, Hawaiian and Pacific Rim markets. Our facility includes 12 acres of treatment, drying and storage areas, and produces top quality treated wood products for residential and commercial consumers in the wholesale market.

253-863-8191 • 800-472-7714 westernwoodpreserving.com NatureWood®, Advance Guard®, and FlamePro® treated wood products are registered trademarks of Koppers Performance Chemicals Inc. © 1/2022

MOVERS & Shakers Stuart Gray has been appointed chief operating officer for Roseburg, Springfield, Or. Levi Smith has been promoted to CEO of Franklin Building Supply, Boise, Id. He succeeds Rick Lierz, who stays on as chairman of the board. Jason Blair, ex-Wilco, has been appointed CEO of TAL Holdings, Vancouver, Wa. He succeeds David Dittmer, who will transition to managing director of mergers & acquisitions. Ryan Sweeney, ex-Do it Best, is a new purchasing agent with Allweather Wood, Washougal, Wa. Steve Henson, ex-PotlatchDeltic, has been named CEO of Neiman Enterprises, Hulett, Wy. Mick Vaagen has retired after 48 years with Vaagen Brothers Lumber, Colville, Wa., and Wildwood Trading Group, Tualatin, Or. Brian Wells has been promoted to VP of marketing & strategic development for Rosboro, Eugene, Or.

Parker Wildeboer, ex-HPC Forest Products, is new to lumber sales at Majestic Forest Products/Valley Milling & Lumber, Eugene, Or. Erik Nyholm, general mgr., Builders FirstSource, Salt Lake City, Ut., has been promoted to area mgr. for New Mexico. Michael Kruse is now area mgr. for Idaho. Aaron Linerud, ex-Allweather Wood, is a new product mgr. at International Wood Products, Clackamas, Or. Tanner French has been named VP of sales & marketing for Lumber Marketing Services, Hope, Id. Madeline Emmer French, A.R & A.P. mgr., is now also H.R mgr. and CFO. Mitchell Cook, ex-James Hardie, is new to Orepac Building Products, Portland, Or., as regional sales mgr. Jon Cole, ex-SDS Lumber, is now area mgr. for Green Diamond Resource Co., Bingen, Wa. Barrett Snook, Parr Lumber, Everett, Wa., moved to outside sales.

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Norb Edwardson has retired after 50 years in the industry, the first half with Georgia-Pacific and since 1995 with Alliance Lumber/Alliance Truss, Glendale, Az. Kelly Fox has been named senior VP of the General Lumber Group at Kodiak Building Partners, Highlands Ranch, Co. David Gutierrez, ex-Homewood Building Supply, has joined the outside sales team at Berry Lumber Co., Auburn, Ca. Keith King, ex-US LBM, has been appointed branch mgr. of Trinity Lumber & Building Supply, Weaverville, Ca. John Creamer, ex-Allweather Wood, is now handling Northwest sales for Modern Mill, McComb, Ms. He is based in Vancouver, Wa. Max Guetz, who two years ago retired as a VP of Alpine Lumber, Westminster, Co., has rejoined the company as a member of its board of directors. Daniel Boss has been appointed senior VP of research & development for AZEK, Skokie, Il. He replaces Bruce Stanhope, who is retiring.

Building-Products.com

Jim Cates, outside sales, Ganahl Lumber, Anaheim, Ca., has retired after 44 years with the company.

T.J. O’Neil, ABC United Supply,States. has been Nick Popma has been to the promoted expansion centered across the western promoted Denver, business mgr.-interiors Overfor theL&W past 18 months, Lowe’s to opened moreCo., than adistrict dozen mgr. Cody Supply’s West region, covering facilities, including in Riverside, Ca. Norling transferred manage in San California, Arizona, Nevada, Over theUtah, coming yeartoand a half, ABC’s the chainbranch is expected to Aaron Fleming, ex-Seneca Sawmill, Rafael, Ca. Idaho, Oregon and Washington. open 50 more cross-dock terminals, seven bulk distribution is a new sales account executive centers,has andbeen four e-commerce fulfillment centers. Ithas recently with Elk Creek Forest Products, Steve Richins, ex-ACS, been Christian L. Boucher inked deals for new distribution space in California, Arizona McMinnville, Or. named general mgr. of Wasatch promoted to VP of North American andTools. Washington, other states. Spanish Fork, Ut. sales-West for Klein He isamong Truss, Terry Campbell has been promoted In October, Lowe’s opened a West Coast e-commerce based in Chandler, Az. to VP of sustainable impact for Christian Parra been promoted fulfillment center in Mira Loma, Ca., saidhas to improve two-day Sustainable Northwest Wood, Austin So is joining Armstrong to director of international sales for deliveries. World CONSTRUCTION Klamath Falls, Portland, Or.IS UNDERWAY on a new TFL plant inIndustries, Lancaster, Pa., as senior Do it Bestft. Corp., Fort Wayne,park In. Lowe’s has leased 116,934-sq. in a new industrial Or., to meet growing demand in the West. VP, general counsel, and secretary. Greg Fuller is now VP of sales & in Gilbert, Az., to open a distribution and fulfillment center in Daniel White is now assistant mgr. He succeeds Mark Hershey, who is business development, and Nick early 2021. with Dunn Lumber, Seattle, Wa. Wilsonart Expands TFL in West now senior VP, Americas. Talarico VPmillion of eCommerce. It reportedly also agreed to leaseis1.2 sq. ft. at the Wilsonart Engineered Surfaces has broken ground on Scott Lamar, ex-Murphy Plywood, Amanda Siri is a new forest Benaroya Pacific Northwest Regional Logistics Center in Ted Brackett, ex-R&S Supply, is a a new thermally fused laminate is the new superintendent at (TFL) Boise facility in Klamath products trader, and Rachel Baker is Winlock, Wa. new territory mgr. at Gulfeagle Falls, Or. Co., Medford, Or. Cascade an order support specialist. Richard Supply, Ca. Jennifer Expected to be fully operational by July 2021,Sacramento, the Euckert has been promoted to Dimitri Nesterov is now general mgr. press, Elliott now regional sales mgr. Second-Hand Lumberyard Reopens new facility will feature a quick-cycle whichiswill merchandise coordinator and Jenna of DG Lumber Torrance, foronDenver, Co. significantly increaseGroup, its production capabilities the West in Flagstaff Grannan to consumer marketing Ca. Coast. AfterBuilding being closed forsales nearly nine years, Tucker Harding, Beacon & service mgr.E.R.I.C. Building “Our Rapp offerings havelumber garnered tremendous support Flagstaff, Sawyer is a new broker Products, Boise, Supply, Id., has been Az., has reopened with a new owner. Bettina RingDarwin has been appointed chief from bothatspecifiers fabricators,” Ubertini, veteran Dahozy purchased trainee Buckeye and Pacific, Tualatin, said Ron promoted to branchConstruction mgr. Benindustry sustainability & diversity officer for VP-product management. “TFL is a key Corralego part of thatJr. is the business and inventory, and reopened in early October after Or. now assistant the Sustainable Forestry Initiative, offering, and this next expansion is a continuation our in Oxnard, a monthCa., of prepping the long-vacant space. He admits their branchofmgr. and Rich Frazer, Western Forest Washington, strategy to enable us to meetProducts, growing demand and better current collection of used, recycled D.C. and discarded building Annie Kuhlmann is roofing & Vancouver, Wa., has been promoted serve our customers.” materials willHi. requireSue moreRender time to organize, initially will has beenso engaged as waterproofing mgr. in Honolulu, to general mgr.-Pacific Northwest be closed on Mondays through Wednesdays as itatcontinues to bankruptcy advisor Mungusoperations. Jim Hill, ex-BASF, is newup toand Johns “clean organize.”Fungus Forest Products, Climax, Lowe’s Bulking Up in the West Manville, as market Dahozy, development Mike has beendemand appointed 49, moved to theaccording area two years ago looking to To Alderson meet fast-growing for building materials, Nv., to co-owners Hugh mgr.-insulation systems for his Sanown business, after a career as a welder and director of operations for Georgiabuy or start Lowe’s Home Improvement Centers, Mooresville, N.C., will Mungus and Freddy Fungus. Diego County, Ca. residential/commercial fencer. Pacific, invest $1.7Phoenix, billion toAz. update its supply chain—with much of

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com Building-Products.com 32 n The Merchant Magazine

November 2020

February 2022 n The Merchant Magazine n 33 Building-Products.com

Builder Revives Steel Deck Framing

New Castle Building Group, Roswell, Ga., has acquired Trex’s steel deck framing manufacturing and distribution capabilities to launch its own New Castle Steel deck framing. Trex discontinued its Elevations line at the end of 2020, leaving Fortress Building Products’ Evolution as the only national brand in the marketplace. New Castle owner Jason Alloway noted, “I have been in the construction industry for over 20 years and have a passion for building longer-lasting decks and outdoor spaces for my clients. When the opportunity arose to manufacture a quality lightweight steel product, I jumped at the chance.” New Castle Steel is triple-coated to prevent shifting, splitting, warping, rotting, or rusting while precise engineering ensures surfaces remain flat. The Class IA fire-rated product is lightweight but sturdy enough to accommodate cantilevers and contemporary curved deck designs. New Castle Steel contains 25% recycled steel and is a 100% renewable resource, contributing to LEED points for building projects. Now offered, in bulk or by unit, are track 14-gauge: 1-1/4”x8” x12’, 16’, 20’; beam 14-gauge: 2”x8”x12’, 16’, 20’; joist 18-gauge: 1-5/8”x8x12’, 16’, 20’; new joist 14-gauge: 2”x8”x12’, 16’, 20’; beam end cap; adjustable midspan blocking; adjustable beam blocking; joist mount post blocking; new framing screws #10 16x3/4”; deck starter clip; and New Castle Steel-approved spray paint The products begin shipping on March 1.

Home Depot Improves Credit Cards

The Home Depot has rolled out the Pro Xtra Credit Card and updated its Commercial Account Card. The Pro Xtra Credit Card can be linked with the Pro Xtra loyalty program to earn registered members perks four times faster on card purchases. Upon approval, Pro Xtra members can save up to $100 off of their next qualifying purchase. In addition, the Pro Xtra Credit Card and Commercial Account Card, both powered by Citi Retail Services, provide members with the ability to issue cards to employees to make purchases and feature a return period up to a full year. Flexible payment options include a 2% early pay discount if the bill is paid online within 20 days or an extended 60-day payment window.

n The Merchant Magazine n February 2022

TREX broke ground in January on its new worldwide headquarters.

Trex Building New Headquarters

Trex Co. has broken ground on a new global headquarters in Winchester, Va. The new 64,000-sq. ft. office facility will sit on eight acres and house approximately 200 corporate employees. With an anticipated mid-2023 move-in date, the stateof-the-art building will “encompass eco-friendly elements reflecting Trex’s environmental legacy and commitment to sustainability.”

Westlake Unifies Building Products

Westlake Chemical Corp. has united and rebranded its building materials holdings as Westlake Royal Building Products. The company brings together the Royal Building Products, Boral North America building products, and DaVinci Roofscapes product lines under one unified brand, offering a range of decorative stone, concrete and clay roof tiles, stone-coated steel roofing, windows, trim, siding, and outdoor living products. The launch, according to Steve Booz, vice president of marketing, “represents our depth of experience and ongoing commitment to quality, innovation and customer relationships. Westlake Royal Building Products goes to market with a broader, more diverse range of products, services and solutions that meet the needs of architects, builders and homeowners throughout North America.”

Building-Products.com

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REDWOOD Nature’s majestic pillars. dwood iis so on ne o off tth he s sttrongest a an nd ffa as t e s t g grrowing s so oftwood spe spec cies. It thrives in Re Red some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

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LVL Driving Engineered Wood Growth

U.S. demand for engineered lumber is forecast to climb 1.6% annually through 2025 to 2.5 billion bd. ft. valued at $2.2 billion, according to a new Freedonia Group study. The largest market gains in both value and volume terms will be recorded by laminated veneer lumber (LVL), bolstered by demand increases in the South, which accounted for 50% of the LVL sales total in 2020. I-joists will remain the most commonly used type of EWP in 2025 in volume terms, primarily due to their relatively low cost and superior structural strength, which allows them to support heavy loads with less lumber than solid wood joists. Structural and framing applications—such as floors, foundations, roofing and walls—will continue to account for the majority of EWP demand through 2025. Engineered lumber suppliers will benefit from favorable outlooks for new home additions and commercial construction, but overall sales growth through 2025 will be negatively affected by a decline in new housing activity following a 2021 cyclical peak. Structural floors and foundations will register the largest increases in volume terms, boosted by the intensive use of I-joists and LVL in floor joists and other flooring supports. Wall supports will record the fastest advances, as builders looking to create more durable wall sections will opt for trusses and supports that incorporate engineered lumber.

Belgard Plant Coming to Colorado

Oldcastle APG will construct a new hardscapes manufacturing plant in Loveland, Co., to further support Belgard business in the region, including the metropolitan areas of Denver, Fort Collins and Colorado Springs, as well as the metropolitan area of Cheyenne, Wy.

n The Merchant Magazine n February 2022

OLDCASTLE’S new hardscapes plant in Loveland, Co., will help meet rising demand for Belgard pavers in the Rocky Mountain region.

Belgard will break ground later this year on a 25-acre site. “We’ve serviced this market for more than 15 years with a commitment to supporting our customers, and with the increased popularity and demand for outdoor living products, we have a renewed focus on simplicity, efficiency and modularity,” says Jay Seeley, president-Amcor, Oldcastle APG. “By expanding in the Denver area, we will have more capacity to support our dealers and contractors in a fast growing and exciting market.” The plant will provide ample production capacity to serve the region as well as improved service levels for customers.

Demand Rising for Lumber Wraps

The global lumber wrap films market is set to be worth $445.4 million this year and is projected to increase 4.3% annually to reach a value of $601 million by 2029. The findings come in a new report, “Timber Wrap Films Market: Global Industry Analysis 2014-2021 and Opportunity Assessment 2022-2029,” which evaluates coverings to protect lumber, logs, furniture and other wood products.

Building-Products.com

ASSOCIATION Update Western Building Material Association will conduct an Introduction to Building Material Sales course Feb.8 and an estimating workshop Feb. 9-10 in Wilsonville, Or. The classes will be repeated in Bozeman Mt., on Feb. 14 (building material sales) and Feb. 15-16 (estimating). West Coast Lumber & Building Material Association welcomes Ali Wolf, chief economist, Zonda, to present an “Economist’s View of the Housing Market” during its next 2nd Growth meeting March 3 at Knott’s Berry Farm Resort Hotel, Buena Park, Ca. She will cover current trends in the housing market, the wider economy, and supply chain, and the state of the economy, concluding with forecasts of where the market can go from here. Mountain States Lumber & Building Material Dealers Association will resume workshops in March. Dates and locations will be announced shortly. Montréal Wood Convention is being postponed from March to May 24-25 at the Fairmont the Queen Elizabeth Hotel in Montréal. Apart from the date change, all other show details remain the same, including program content, panel session, trade show, networking opportunities, and partnering with North American Wholesale Lumber Association for its regional meeting (now on May 25). National Lumber & Building Material Dealers Association has booked author Ken Pinto to keynote its Industry

Summit March 29-April 2 in Washington, D.C. Ken Pinto, president of Kenzai USA and author of How Much Is the Milk? Uncovering Your Greatest Cost Savings in Residential Construction by Listening to Your Suppliers, will speak on “How To Turn Builder Transactions Into Builder Interactions.” He will give dealers a peek behind the curtain of homebuilding operations to see why they do what they do, share how to motivate builders to be more concerned about lowering your operating costs, and demonstrate how to build loyalty with builders. PCBC will stage two events this year—its traditional summer exhibition in San Francisco and a fall executive-level program of focused content and buyer/manufacturer meetings. The show, to be held June 22-23 and now called The Summer Showcase, will feature large exhibitor floor; pavilions showcasing new technologies, materials and solutions; unforgettable keynotes; unparalleled networking; and industry-leading education. The Fall Conference—Sept. 27-28 in Carlsbad, Ca.—will include a Leader-to-Leader Forum, Land & Capital Conference, and National Buyers Circle, all designed for big, expansive thinking and small, collegial conversations. Oregon Logging Conference is scheduled for Feb. 24-26 at the Lane County Events Center & Fairgrounds, Eugene, Or. The 84th annual logging, construction and trucking expo has adopted the theme “Family, Friends & Forestry 2.0.” Highlights will include a tour of Rosboro’s mill, a range of hands-on seminars, wood carving demonstrations, and log loader competition.

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February 2022 n The Merchant Magazine n

SELLING WITH Kahle By Dave Kahle

Frustrated with your company’s inability to develop new customers?

Try a sales blitz

ne of the most common complaints I hear from my clients is this: “I can’t seem to motivate the salespeople to call on prospects and develop them into new customers.” There is a relatively simple, fun and inexpensive way to remedy this situation. It’s called a sales blitz. Unfortunately, few companies are even aware of it, and fewer yet use it. Here’s the problem. Most B2B sales efforts are organized around a sales rep who is responsible for a specific set of accounts, or a specific geographical area. Typically, that rep is expected to grow the business with the current customers, as well as to identify and develop new customers. Clearly, most salespeople are better at

one part of this two-part responsibility than the other. Usually, developing new customers takes second place in the salesperson’s priorities. Staying within their comfort zones and focusing on keeping the current customers happy becomes a higher priority on a day-to-day basis. As a result, few new customers are developed, and sales management is continually frustrated with the company’s poor performance. Rather than continue beating a dead horse by trying to motivate the sales force to create new customers, one alternate approach is to implement a sales blitz. What’s a sales blitz? It’s an organized effort by the company to focus all of its sales force on a specific task

n The Merchant Magazine n February 2022

in one specific territory. The most common task is to identify, qualify and engage potential new customers. But, a sales blitz could also be used to quickly communicate some hot new product or service to a market. A sales blitz has the advantage of focusing the entire sales force on a specific task. That alone will bring you far greater results than if you’d just left it to each salesperson to do on their own. But there are some additional fringe benefits. For example, the preparation for a sales blitz provides you an opportunity to thoroughly train the sales force in one identifiable step in the sales process. Their competency thus improves. Additionally, you can usually measure their activities more specifically than normal. So, they become more competent and confident, and you more knowledgeable in the activities of your sales force. Let me illustrate with an example. Let’s say that you have group of eight sales people who are each expected to build the business with current customers as well as create new ones. You are continually frustrated with their performance in creating new customers. Out of the group of eight people, you’re lucky to have one new customer a month. Since you are not satisfied with this, you decide to do a sales blitz for new customers. So, you select one geographical area or market segment on which to focus. In this case, let’s say one of your salespeople has a relatively new Building-Products.com

territory, so you select that territory as your focus. You decide that for a period of three days, you are going to pull your entire sales force out of their territories and direct them into the new salesperson’s territory. You bring them together, and explain the project. Their task is to identify, qualify and engage as many prospects as possible. The information gained and the doors opened in the process will then be provided to the territory rep, who will be expected to follow up and turn a significant number of these qualified prospects into customers. You create a form for each salesperson. They must collect the information specified on the form from each prospect. The information could include such basics as the name and title of the key contact person, some information about the account, and a sense of the opportunity for your company. You then train the sales force in how to do just that one aspect of the sales process—make a cold call, collect some qualifying information, and fill in the form. You spend a day role-playing and practicing. Next, you provide them with

a list of current customers (off limits) and a list of potential customers. You break the group into four teams of two people each, and on the map, outline four different areas for each. You announce that, at the end of each day, you’ll hold a short meeting. At that meeting, you’ll recount success stories, share information and tactics that have worked for various team members, and count up the number of contacts made and forms filled out by each team. The team with the most completed forms will be the day’s winner, and each member of the winning team will be awarded a gift certificate for dinner for them and their spouse. At this point, you have organized the group’s efforts by identifying the specific job to be done, provided the tools (forms and company literature), trained them in the task, focused them on a specific area, and added some structured time to learn and to be recognized. On each day of the blitz, you stay in cell phone contact with each group, encouraging them throughout the course of the day. At the end of the three days, you will probably have accumulated more

prospects for your territory rep to follow up on than he/she would have done on his own in the course of a year or two. Turn them over to the rep, keep a copy yourself, and watch the progress he/she makes in each account. What have you accomplished? A number of powerful things:

1. You’ve created more qualified leads for the territory rep in a few days than he/she would have created on their own in a few years.

2 . You’ve created a fun experience for all your reps.

3. Each rep has learned some new skills as they focused on just one part of the sales process and repeated it over and over. They will be better at creating new customers in their own territory as a result of this learning experience. That’s a sales blitz. Keep in mind that there is nothing new about this approach. It may be new to you, but it’s a time-tested, proven best practice. When I was 17 years old, I attained my first sales (Continued on next page)

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February 2022 n The Merchant Magazine n

12/ 1

Try a Sales Blitz

how far many of them have to come in order to be competent at it.

(Continued from previous page)

job working summers for The Jewel Tea Company. They were using sales blitzes as a regular part of their sales efforts. I won’t tell you how long ago that was, but you can measure the time duration in decades. A couple of years ago, when I was working with one of my clients to establish a new sales force, we routinely used sales blitzes, rotating the blitz every other month from one territory to another. In the first two years, six salespeople created 638 new accounts. Here are some do’s and don’ts of organizing a sales blitz:

1. Have a specific task in mind, and make it as simple as possible. In the example above, the salespeople were to engage a prospective account, and fill out a form that indicated whether or not the account was worth the time. They collected some information, and attempted to have an introductory conversation about the company in order to raise some interest on the part of the account. So, in other words, the task was a cold call to qualify a prospect.

5. Keep it short and sweet. Three days in my example.

6. Break the group up into pairs or teams, and create a competition among them.

7 . Have some kind of daily debriefing. A half hour meeting at the end of each day was my choice.

8. Offer a daily recognition and reward.

2. Focus everyone on a specific area or market segment.

3 . Equip each person with the tools necessary to accomplish this task.

4. Thoroughly train them. Even with an experienced sales group, I’d spend at least one day role-playing, critiquing and practicing. Remember, cold calls are probably not the strength of any of your salespeople. Ignore their protests that they “know how to do it” and train them as if they were brand new. You may be surprised at

9 . Post the results, and follow through on the leads created to make sure that they are not squandered. A sales blitz, well designed and well managed, can solve one of your company’s biggest shortcomings and spin off a number of valuable fringe benefits. – Dave Kahle is a high-content consultant, instructor and author of 12 books, including the best-selling How to Sell Anything to Anyone Anytime and his latest, The Good Book on Business. He has presented in 47 states and 11 countries, and has helped enrich tens of thousands of salespeople and transform hundreds of sales organizations. Reach him at dave@ davekahle.com.

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n The Merchant Magazine n February 2022

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Instant Infill Rows and Rows of Columns

Digger Specialties Inc. offers an in-depth selection of beautiful, durable, functional columns that provide a distinctive look to the porch, front entry, or exterior of residential homes or commercial properties. DSI Columns offer quality craftsmanship, impeccable design, and integrated architectural elements to deliver an elegant, low-maintenance, and long-lasting column. Available in aluminum, composite and fiberglass materials, a variety of aesthetic designs can be selected including round, raised and recessed panels, and square and fluted columns depending on the material selected.

New kits allow for Barrette Outdoor Living’s design-forward Decorative Screen Panels (DSPs) to be used as infills with select RDI Collection aluminum and vinyl railing products. The kits provide a customizable, code-compliant, semi-private infill option for RDI Collection Finyl Line Vinyl Railing, Avalon Aluminum Railing, and Privacy Rail. Homeowners can also use DSPs under deck in place of traditional lattice or as an interior or exterior wall hanging for cohesive styling. The Decorative Screen Panels are sold separately. n BARRETTEOUTDOORLIVING.COM (800) 336-2383

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RIDGID’s new 18V SubCompact Brushless 6-1/2” Circular Saw pairs powerful brushless motor technology in a compact, lightweight tool design. Weighing just 5.4 lbs., the saw delivers up to 5,000 RPM and a 2-1/4” depth of cut to easily cut through 2x material and triple-stacked 3/4” OSB. It delivers up to 35% faster cutting speeds than previous 6-1/2” models. The tool features a 50° bevel capacity to cut at the most common angles and is vacuum attachment compatible with 1-3/4” and 1-1/4” hoses.

Masonite M-Pwr Smart Doors, the first residential exterior doors to integrate power, lights, a video doorbell, and a smart lock into the door system, have been introduced by Masonite International. The doors employ patent-pending, UL-certified technology to connect residential exterior doors to a home’s electrical system and wireless internet network. To ensure that the doors are “always on” in the event of a power outage, an emergency backup battery can sustain system power up to 24 hours when fully charged. A smartphone app enables homeowners to remotely program and control motion-activated LED welcome lighting and confirm whether the door is open or closed at any time.

n RIDGID.COM (800) 474-3443

n MPWRSMARTDOORS.COM (800) 663-3667

Light Cuts

n The Merchant Magazine n February 2022

Building-Products.com

Super-Speedy Deck System

Vinyl Trends Inc. is introducing Decktec, reportedly the world’s fastest decking system, to the North American market. Compared to conventional deck builds, Decktec is an innovative new system that allows builders to lay decking boards in half the time. Manufactured from 100% recycled polypropylene with both fixed and removable spacers, the system also protects the joists from the elements and is suitable for all natural timbers. Fast and easy to set out, Decktec progressively straightens every board along the way, while allowing for expansion and contraction.

Growing Forklift Family

Toyota Material Handling is releasing 22 new electric material handlers, including 12 new reach truck models. The expanded lineup includes four different operator compartments; 24V, 36V and 48V models; a multidirectional model for handling long loads in narrow aisles; high-capacity models with a maximum fork height of 45 ft.; and three Moving Mast Reach Truck models for unique applications such as indoor/outdoor use. Also being added are a Low Level Order Picker, Furniture Order Picker, Enclosed End Rider and Stand-Up Rider pallet jacks, and four electric pneumatic forklift models in capacities from 3,000 to 17,500 lbs. n TOYOTAFORKLIFT.COM (888) 523-1742

n DECKTECUSA.COM (866) 301-7833

Spiral Cuts

Tie Wood to Masonry

Green Link has changed the composition of its straps and caps from urethane to injection molded glass-reinforced nylon, still retaining the striking “safety yellow” color. Straps are designed for heavy pipe, while a cap design was developed for lite pipe supports.

Bestway Products Co.’s full line of Spyral saw blades enable the tight, intricate cuts that are virtually impossible with conventional flat saw blades. Designed with a single continuous cutting tooth that spirals 360° around the length of a hardened steel wire, the blades cut such materials as metals, plastics, ceramics, rubber, graphite and wood to make them ideal for many building, machining, crafting and fabrication applications. Able to cut in all directions, even sideways and backwards, they cut in the direction of the feed pressure, which can make a significant difference when cutting without rigid fixturing. Custom designed and built in-house, Spyral blades can be cut to specific lengths to meet the individual needs of customers.

n GREENLINKENGINEERING.COM (888) 672-9897

n BESTPRODUCTSCOMPANY.COM (310) 329-0600

n STRONGTIE.COM (800) 999-5099

Rooftop Caps & Straps

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Simpson Strong-Tie’s new light tension tie is designed to resist tension loads when used to attach wood to concrete or masonry walls. LTTP2’s patent-pending, one-piece design offers 25% higher allowable loads than its predecessors, increasing design flexibility. Fabricated from a single piece of galvanized steel, it has an extruded anchor bolt hole to accommodate 1/2”, 5/8” and 3/4” bolt diameters plus two separate nailing patterns: obround holes spaced 3” apart for I-joist purlins, and square holes spaced to accommodate the narrow face of 2x solid sawn purlins. It can install vertically on the wide face of a minimum 2x4 stud for holdown applications, fastened with nails or StrongDrive SD Connector screws.

February 2022 n The Merchant Magazine n

Rotary Tool Kit

Ryobi’s new 12V Rotary Tool Kit has a range of 5,000 to 35,000 Rated RPM, providing the power to cut, grind and sand most materials with ease. Its variable speed dial helps find the perfect speed for each application. The tool also features the new innovative Quick-Change Collet that allows for four times faster accessory changes. The kit comes with 35 accessories and three attachments for such applications as grinding, drilling and cutting. n RYOBITOOLS.COM (800) 525-2579

Carbide Teeth Hole Saws

Milwaukee Tool’s next generation of Hole Dozer with Carbide Teeth Hole Saws feature a new 3 TPI design to deliver faster cuts with the durability of a bi-metal saw and life of a carbide hole saw. The teeth can cut through stainless steel, cast iron, fastener-embedded wood, cement board, fiberglass, plaster, asphalt shingle and more with ease. Deep gullets clear material fast and all-access slots provide fastest plug removal. A new slot design increases pilot visibility for accurate placement and faster chip ejection keeping the cut cool. Offered in sizes from 3/4” to 6”, the hole saws have a cutting depth of 1.62”. n MILWAUKEETOOL.COM (800) 729-3878

Vent Planner DIY Aluminum Pergola

Featuring a matte black finish, Barrette Outdoor Living’s DIY-friendly aluminum pergola provides a modern alternative to traditional wood models. With a quick assembly time and requiring minimal tools (an Allen wrench/hex key is included), the 8’x8’ pergola was designed with smaller spaces in mind. Pergolas are customizable by adding Barrette’s compatible Decorative Screen Panels to the roof and optional side walls. The pergola comes standard with Cam Lock brackets that enable rooftop panels to be installed and removed with a simple twist—allowing homeowners to easily install panels, remove them during the winter months, or completely swap out panels with different patterns and colors.

Atlas Roofing is rolling out three new ventilation solutions to improve home energy efficiency, optimize roof performance, and reduce excessive attic heat and moisture. TruRidge PRO 25 Rolled Exhaust Ventilation provides the rigidity of a sectional ridge vent with the flexibility of a lightweight roll for easy installation. The rolled vent lays flat to create a smooth roof ridge. All-aluminum HighPoint AL 50 Slant Back Roof-Mounted Vents extend roof and shingle life with a one-piece base and throat that is durable and weathertight, with fixed louvers and an 8” throat with a 50-sq. in. NFA to maximize airflow. HighPoint GL 50 Slant Back Roof-Mounted Vent is constructed from heavy-duty galvanized steel with a one-piece base/throat design and fixed louvers.

n BARRETTEOUTDOORLIVING.COM (800) 336-2383

n ATLASROOFING.COM (800) 388-6134

n The Merchant Magazine n February 2022

Building-Products.com

SUMMER, ALL YEAR LONG

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Target Outdoor Living Contractors through Deck Specialist magazine and Deck-Specialist.com

February 2022 n The Merchant Magazine n

Forest Service Announces Plan to Confront Wildfire Crisis Agriculture Secretary Tom Vilsack and Forest Service Chief Randy Moore have unveiled a comprehensive response to the nation’s growing wildfire crisis: “Confronting the Wildfire Crisis: A Strategy for Protecting Communities and Improving Resilience in America’s Forests.” The strategy outlines the need to significantly increase fuels and forest health treatments to address the escalating crisis of wildfire danger that threatens millions of acres and numerous communities across the U.S. The Forest Service will work with other federal agencies, including the Department of the Interior, and with Tribes, states, local communities, private landowners, and other partners to focus fuels and forest health treatments more strategically and at the scale of the problem, based on the best available science. The strategy highlights new research on what Forest Service scientists identified as high risk “firesheds”—large, forested landscapes with a high likelihood that an ignition could expose homes, communities, infrastructure and natural resources to wildfire. Firesheds, typically about 250,000 acres in size, are mapped to match the scale of community exposure to wildfire. The Forest Service will use this risk-based information to engage with partners and create shared priorities for landscape scale work, to equitably and meaningfully change the trajectory of risk for people, communities and natural resources, including areas important for water, carbon and wildlife. The groundwork in this new strategy will begin in areas identified as being at the highest risk, based on community exposure. Additional high risk areas for water and other values are being identified. Some of the highest risk areas based on community exposure include the Pacific Northwest, the Sierra Nevada Range in California, the front range in Colorado, and the Southwest. The strategy calls for the Forest Service to treat up to an additional 20 million acres on national forests and grasslands and support treatment of up to an additional 30 million acres of other federal, state, tribal, private and family lands. Fuels and forest health treatments, including the use of prescribed fire and thinning to reduce hazardous fuels, will be complemented by investments in fire-adapted communities and work to address post-fire risks, recovery and reforestation.

The Bipartisan Infrastructure Law provides nearly $3 billion to reduce hazardous fuels and restore America’s forests and grasslands, along with investments in fire-adapted communities and post fire reforestation. Funds will be used to begin implementing this critical work. In 2020, 2017 and 2015, more than 10 million acres burned nationwide, an area more than six times the size of Delaware. In the past 20 years, many states have had record catastrophic wildfires, harming people, communities and natural resources and causing billions of dollars in damage. In 2020, Coloradans saw all three of their largest fires on record. The running five-year average number of structures destroyed by wildfires each year rose from 2,873 in 2014 to 12,255 in 2020—a fourfold increase in just six years. “The negative impacts of today’s largest wildfires far outpace the scale of efforts to protect homes, communities and natural resources,” said Vilsack. “Our experts expect the trend will only

IN Memoriam Thomas C. “Tom” Williams, 86, CEO and co-founder of Yuba River Moulding & Millwork, Yuba City, Ca., died Jan. 4 in Yuba City. After four years in the Coast Guard, Tom attended Yuba College, Chico State, and ultimately graduated from Chapman College. He started work at Sunset Moulding in Live Oak, where both father and uncle had an interest, along with the Morrison family. In 1971, he moved to Chico, where he managed Diamond National’s Remanufactured Wood Division. He returned to the Yuba-Sutter area in 1977, to help start up Yuba River. Robert Gregory “Bob” Donnelly Jr., 77, co-founder and former head of Skyline Lumber Co., Eugene, Or., died Jan. 2 from complications of Alzheimer’s disease. A 1967 graduate of the University of Oregon, Bob helped start Skyline in 1981 and served as president and CEO until his retirement in 2015. Ted A. Deacy, 96, longtime West Coast lumber salesman, passed away Dec. 3 in San Dimas, Ca. From 1943 to 1946, Ted served in the U.S. Navy as a radio operator on the USS Appalachian AGC1 and then

n The Merchant Magazine n February 2022

worsen with the effects of a changing climate, so working together toward common goals across boundaries and jurisdictions is essential to the future of these landscapes and the people who live there.” “We already have the tools, the knowledge and the partnerships in place to begin this work in many of our national forests and grasslands, and now we have funding that will allow us to build on the research and the lessons learned to address this wildfire crisis facing many of our communities,” said Moore. “We want to thank Congress, the President, and the American people for entrusting us to do this important work.” The Forest Service remains committed to sustaining the health, diversity and productivity of all of America’s forests. Visit the Forest Service website to read the full strategy document. If you would like to partner with the Forest Service, visit the National Partnership Office website at www.fs.usda.gov/ working-with-us/partnerships. studied at New Mexico State University before beginning his career in 1951. During his more than 50 years in sales, he worked for both the San Francisco and Los Angeles offices of California Pacific Redwood Co., Arcata, Ca. Hans Nissen Graff, 73, retired Santa Cruz, Ca., lumber sales rep, died Dec. 3 in Boulder Creek, Ca. Hans graduated from Norwich University, a premier military academy, in Vermont, in 1970. His first duty assignment was Vietnam as a platoon leader with C Company, 1/506th Infantry, attached to the 101st Airborne Division. Returning to Santa Cruz in 1972, he entered the lumber business, retiring in 2014 from Economy Lumber Co., Campbell, Ca., as a senior building products rep. June Helton Stromberg, cofounder of Artesia Lumber Co., Artesia, N.M., died Nov. 8 in Claremont, Ca. She was 106. A graduate of Stephens College and the University of Oklahoma, she married her college sweetheart, T.C. Stromberg, in 1936. She then worked as a bank teller and bookkeeper before she and her husband opened their own lumberyard in 1939. They retired after four decades of service. Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. International Builder’s Show/Kitchen & Bath Industry Show – Feb. 8-10, Orange County Convention Center, Orlando, Fl.; www. buildersshow.com. Western Building Material Association – Feb. 8, intro to building material sales; Feb. 9-10, estimating workshop, Bozeman, Mt.; www.wbma.org. Do it Best – Feb. 11-25, virtual spring market; www.doitbestcorp.com. Sacramento Hoo-Hoo Club – Feb. 12, annual Valentines dinner & dance, Old Town Sacramento, Ca.; www.hoohoo.org/clubs/109. American Fence Association – Feb. 15-18, FenceTech show, New Orleans, La.; www.americanfenceassociation.com. Southern California Hoo-Hoo Club – Feb. 16, speaker meeting/golf, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org. Orgill – Feb. 24-26, spring dealer market, Orange County Convention Center, Orlando, Fl.; www.orgill.com. Oregon Logging Conference – Feb. 24-26, Lane County Convention Center & Fairgrounds, Eugene, Or.; oregonloggingconference.com. Hoo-Hoo International – Feb. 26, mid-year board meeting, Menger Hotel, San Antonio, Tx.; www.hoohoo.org. Structural Insulated Panel Assn. – Feb. 27-March 2, annual meeting & conference, Doubletree at SeaWorld, Orlando, Fl.; www.sips.org. West Coast Lumber & Building Material Assn. – March 3, speaker meeting, Orange County, Ca.; www.lumberassociation.org. Tacoma Remodeling Expo – March 4-6, Greater Tacoma Convention & Trade Center, Tacoma, Wa.; www.homeshowcenter.com. International Home & Housewares Show – March 5-8, McCormick Place, Chicago, Il.; www.housewares.org. North American Wholesale Lumber Association – March 5-8, Leadership Summit, Fort Lauderdale, Fl.; www.nawla.org. International Hardware Fair – March 6-9, Cologne, Germany; www. eisenwarenmesse.com. Pacific Northwest Association of Rail Shippers – March 8-9, spring meeting, Portland Marriott Downtown Waterfront, Portland, Or.; www.pnrailshippers.com. Ace Hardware Corp. – March 8-11, spring convention, Las Vegas, Nv.; www.acehardware.com. National Wooden Pallet & Container Assn. – March 9-11, annual leadership conference, Carlsbad, Ca.; www.palletcentral.com. Emery Jensen – March 11-12, Edge spring show, Las Vegas Convention Center, Law Vegas, Nv.; emeryjensendistribution.com. Colorado Springs Remodeling Show – March 11-13, Norris-Penrose Event Center, Colorado Springs, Co.; www.homecentershow.com. Western Building Material Association – March 14, intro to building material sales; March 15-16, estimating workshop, Wilsonville, Or.; www.wbma.org.

888-807-2580

Redwood Region Logging Conference – March 17-19, Ukiah Fairgrounds, Ukiah, Ca.; www.rrlc.net.

www.pelicanbayfp.com

University of Innovative Distribution – March 21-24, Indianapolis, In.; www.univid.org.

DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA

LMC – March 23-25, annual meeting, Tampa, Fl.; www.lmc.net. Willamette Valley Hoo-Hoo Club – March 25, Crab Feed, Shadow Hills Country Club, Eugene, Or.; www.hoohoo.org/clubs/33. Pasadena Home Show – March 26-27, Pasadena Convention Center, Pasadena, Ca.; www.acshomeshow.com. National Lumber & Building Materials Dealers Association – March 29-April 2, Industry Summit, Hyatt Regency Washington, Washington, D.C.; www.prodealer.com. Building-Products.com

Bend, OR

PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating

“Focused on the future with respect for tradition” February 2022 n The Merchant Magazine n

CENTENNIAL Flashback

The 1930s

In honor of this year’s 100th anniversay of The Merchant

Magazine, we are looking back each month, decade by decade, at the advertisers that have long supported us and are still growing strong to this day. The 1930s were undoubtedly our publication’s most challenging period—we were still in our adolescence yet suddenly forced to navigate a decade-long Depression. With your support, we emerged stronger than ever. • APA – The Engineered Wood Association members jointly began promoting Douglas fir plywood before they’d even officially formed the association. Their first collective ad—in May of 1931 in The Merchant Magazine pre-dated the founding of the Douglas Fir Plywood Association by two full years. The group was renamed the American Plywood Association in 1964 and changed to its current moniker in 1994. • California Saw & Knife Works was formed in San Francisco in 1886 and began targeting Merchant readers in June of 1934. The firm merged with Dan Lines and Roseburg Saw & Tool Co., and relocated to Oregon in 2016. • Pacific Mutual Door was founded in 1912 in Tacoma by eight manufacturers to introduce Douglas fir millwork products to the East Coast. It grew to become the world’s largest manufacturer of DF plywood. First advertising with its Northern California distributor, White Brothers, in September 1934, PMD is now based in Kansas City and since 2019 has been a division of HDI.

n The Merchant Magazine n February 2022

• Cedar Shake & Shingle Bureau began promoting members’ Certi-labeled cedar products in The Merchant in November 1935, back when it was known as the Red Cedar Shingle Bureau, having yet to merge with the Hand-Split Red Cedar Shake Association.

• CertainTeed was founded in Illinois in 1904 as General Roofing Manufacturing Co. changing in 1917 to CertainTeed from its slogan “Quality Made Certain, Satisfaction Guaran-teed.” By the time it advertised in The Merchant in February 1937, CertainTeed was already the world’s largest manufacturer of asphalt shingles. Since 1988, it has been a wholly owned subsidiary of Saint-Gobain. • Masonite announced the opening of its first California warehouse in March 1937, filled with its patented hardboard insulation, wallboard and flooring products. It didn’t enter the door business until 1972 and since 2001 has been owned by Premdor Corp.

Building-Products.com

• US Gypsum, Chicago, Il., has long been the nation’s largest distributor of wallboard and largest manufacturer of gypsum products. Its Sheetrock brand, which it began promoting in The Merchant in March 1937, has become synonymous with gypsum panels.

• Wolmanized Wood, now a brand of Arxada, was introduced to readers of The Merchant in May of 1938, back in the days before “pressure treated lumber” was a household phrase.

• Hyster Co. was founded in Portland, Or., in 1929 as the Willamette-Ersted Co., but by the time it began advertising in The Merchant in March 1937, the company had incorporated the nickname for its lift trucks (“Hysters,” derived from “Hoist’er”) into its formal business name. • Haley Bros., now based in Buena Park, Ca., with four West Coast facilities, first advertised its doors to lumberyards in May 1937.

• National Oak Flooring Manufacturers Association, Memphis, Tn., promoted hardwood flooring produced by its 70 member mills as early as May 1937.

Building-Products.com

• T.M. Cobb. opened its millwork distribution center in Los Angeles in 1935—and let the world know about in in the pages of The Merchant in June of 1938. Today, the business is in its fourth generation, operating five manufacturing plants, four distribution warehouses, and five sales offices. • Macklanburg Duncan of Oklahoma City, Ok., was formed in 1920 to introduce superior weatherstripping products, first under the Numetal brand, but soon expanding to Nu-Way weather strip, Nu-Art trim, Nu-Calk caulk, and Nu-Glaze glazing compound by the time it began advertising in The Merchant in January 1939. The company was purchased by GE in 2000 and reorganized as M-D Building Products.

February 2022 n The Merchant Magazine n

ADVERTISERS Index Page

Cover II

Allweather Wood www.mendoco.com

Pelican Bay Forest Products www.pelicanbayfp.com

APA-The Engineered Wood Association www.apawood.org

RDB Solutions www.rdb-solutions.com

Armadillo Composite Decking www.armadillodeck.com

17, 35

Redwood Empire www.buyredwood.com

Barrette Outdoor Living www.barretteoutdoorliving.com

Regal ideas www.regalideas.com

Capital www.capital-lumber.com

RoyOMartin www.royomartin.com

Coastal Forest Products www.ironwoods.com

Simpson Strong-Tie www.strongtie.com

CT Darnell www.ct-darnell.com

Sure Drive USA www.suredrive.com

526 Events www.526.events

Swanson Group Sales Co. www.swansongroup.biz

Huff Lumber www.hufflumber.ne

Timber Products www.timberproducts.com

Cover II

Humboldt Sawmill www.mendoco.com

TIVA Building Products www.tivabp.com

Jones Wholesale Lumber www.joneswholesale.com

TurboClip www.turboclipusa.com

Monarch Technologies www.monadeck.com

UFP Industries www.ufpedge.com

MOSO Bamboo X-treme www.moso-bamboo.com/x-treme

Unity Forest Products www.unityforest.com

Mount Storm Forest Products www.mountstorm.com

West Fraser www.westfraser.com/osb

Cover III

North American Wholesale Lumber Assn. www.nawla.org

Cover I

Western Woods Inc. www.westernwoodsinc.com

Cover IV

Orgill www.orgill.com

Western Wood Preserving www.westernwoodpreserving.com

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com

O® Bamboo X-treme®

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23-8-2021 09:28:38

Welcome Aboard!

The Merchant Magazine is excited to introduce our readers to two new advertisers: RDB Solutions specializes in custom application development, Monarch Technologies’ state-of-the-art Monadeck is safe for the building materials & lumber software systems, and inclusive business environment, and comes with a 50-year warranty. The 12″-wide planks solutions for LBM wholesalers, remanufacturers and distributors. come in a variety of color selections. www.rdb-solutions.com www.monadeck.com Keep them in mind the next time you’re looking for such products!

n The Merchant Magazine n February 2022

Building-Products.com

The

MERCHANT

Magazine

Join us in Orlando for the 2022 Dealer Market February 24 - 26, 2022

WE’RE BACK! Celebrate With Us!

Join us and celebrate our 175th anniversary at our first in-person event in two years. Leverage our online-buying tools at this truly hybrid event and improve your margins. Discover something new while you walk the floor and collaborate with any of more than 2,000 vendors. Generate new ideas for your stores and meet face-to-face with Orgill services team members. Visit our concept stores or rest your feet and attend in-person workshops or clinics — and take home ways to improve your business.

Bring a friend and join our 175th birthday party at the Universal Orlando Resort, Friday evening, February 25th. We’ll have the park all to ourselves and it should be a blast — all on us!

Whether you’re a current Orgill customer or are interested in learning how we can help your business, register today and get ready to join us in Orlando for this one-of-a-kind celebration. Learn more today:

1-800-347-2860 Ext. 5141 Orgill.com

The Merchant Feb. 2022

Articles inside

centennial FlaShBack

new ProductS

dateBook

in MeMoriaM

aSSociation uPdate

Selling with kahle

MoverS & ShakerS

tranSForMing teaMS

PurchaSing tiPS

Margin BuilderS

Margin BuilderS

induStry trendS

FirSt PerSon

Feature Story

olSen on SaleS

acroSS the Board